Tag Archives: Advertising

For many in B2B publishing, the future hinges on a simple question: Is online advertising viable? The answer, unfortunately, is not yet clear. But to me, at least, one thing is certain: advertising will only work where it is based on transparent, equal, and positive relationships among publisher, advertiser, and consumer.

Whatever comes of this controversy, the danger it represents is clear. If advertisers are denied even basic information about who clicks on their ads, they will have little incentive to continue advertising. And independent content providers, in turn, will have even less revenue to keep them going.

As “This Week in Google” host Leo Laporte said, how people think about cookies and privacy really depends on how you frame the discussion. If you start by saying that cookies are used to track and collate information about your behavior on the web, it sounds bad. If you say instead that they help websites and advertisers deliver personalized information that you want, it’s more acceptable.

My point isn’t to say that tracking is always a good thing. It isn’t, particularly as used in a mass-media context. But in the healthy sort of relationship between publisher, advertiser, and reader/visitor that you traditionally find in the B2B world, it’s not just a good thing, but a necessary thing. As Jeff Jarvis said in response to Laporte, “media needs to build a relationship with people, but that relationship requires knowing you, and knowing something about you, and being able to act positively on that” (58:19).

In practice, this means two things for publishers. First, earning and keeping the trust of their users is paramount. They must respect their audience and practice transparency in all their dealings with them.

Second, publishers need to hedge their bets and search vigorously for advertising innovations and alternatives. As David Johnson wrote today on MediaShift, the “online advertising experience is awful. There’s no dancing around it, and all the talk about saving journalism isn’t dealing with that fundamental problem.”

Ultimately, audience and advertiser need each other, and will find ways to share their information. It is a necessary relationship. But if independent publishers cannot find persuasive ways to demonstrate their value in that relationship, they will be cast aside with few regrets.

In identifying the key aspects and implications of the business news startup from Atlantic Media, Doctor touched on a number of key points for any business-oriented publication. One in particular stood out for me:

Call it underwriting, sponsorship, or share of voice, Quartz is leaping over the littered landscape of impression-based display advertising and selling sponsorships. It will start with four sponsors, who are paying based on their association with The New. In a twist we’ll see more of — another reason Quartz is worth watching — these advertisers are creating their own content for Quartz readers, through something called “Quartz Bulletin.”

Atlantic Media seems to have accepted what Lewis DVorkin keeps telling us (most recently last Thursday): Content is content, whether it comes from an editor or an advertiser. As company president Justin Smith told Adweek, “We believe branded content is going to be an essential part of the site itself.”

Like Forbes, with its AdVoice product, Quartz recognizes that the old advertising model—limited to hermetically sealed ad units dropped beside editorial content—must change. Though the process is fraught with danger, publishers will have to start breaking down the wall that separates editorial from advertising and find a new model for sharing their media with their “advertisers”—a name that may likewise need to change.

Forbes and Atlantic Media may not have found the right model yet. But unlike too many other legacy publishers, they have at least recognized that the old one is broken and will never be mended.